Rental Rep - Entertainment Lighting

Job Purpose

Build a profitable rental portfolio through established industry relationships, proactive business development, and consistent client service. Rental Reps develop trusted, long-term partnerships with lighting designers, production managers, and other industry decisionmakers, turning those relationships into repeat rental business.

Responsibilities

• Builds strategic client relationships.

• Generates new business and grows client portfolio.

• Influences product specification.

• Sets goals and monitors portfolio performance.

• Partners with Project Management to ensure high-quality job execution.

• Supports CL policies, procedures, and business model.

• Works independently with support from VP Rentals.

• Builds strategic client relationships by:

• Developing business through an established network within stage lighting, live entertainment, or related production markets.

• Proactively arranging in-person meetings, regular check-ins, and job-site visits.

• Building relationships with lighting designers, production managers, producers, and other decision-makers who influence rental selections.

• Understanding client needs and maintaining trust through responsive communication, problem-solving, and follow-through.

• Traveling regularly to meet clients and support relationships in their working environment.

• Generates new business and grows client portfolio by:

• Converting industry connections and referrals into rental opportunities.

• Actively expanding an industry network through introductions, outreach, client meetings, and industry events.

• Identifying upcoming productions and engaging decision-makers early in the planning process.

• Pursuing new clients while increasing repeat business within existing accounts.

• Negotiating rental opportunities and closing business with long-term relationship value in mind.

• Influences product specification by:

• Developing a strong technical understanding of the company Lites’ rental equipment and Official Rental Product Line.

• Working with lighting designers and specifiers to have the company Lites products requested at bid time.

• Recommending effective the company Lites substitutions when competing equipment is specified.

• Sets goals and monitors portfolio performance by:

• Establishing annual client relationship and financial targets with VP Rentals.

• Maintaining a proactive plan to achieve revenue and portfolio growth goals.

• Reviewing commission reports, account performance, and profitability with management.

• Identifying barriers to growth and taking action to improve results.

• Reviewing show reports and client feedback to address service and execution issues.

• Reviewing client assignments with management to support long-term portfolio success.

• Partners with Project Management to ensure high-quality job execution by:

• Providing timely, accurate client and production information for quotes, reservations, and orders.

• Ensuring rental requirements and changes are communicated before, during, and after each job.

• Working with Project Management and Operations to resolve issues affecting client satisfaction.

• Supporting Accounting with timely invoicing and collection of accounts.

• Supports CL policies, procedures, and business model by:

• Promoting the Official Rental Product Line.

• Following the One Contact–One Rep client management policy.

• Meeting accounting and administrative deadlines and maintaining accurate account information.

• Coordinating with the appropriate departments for project, operational, and administrative support.

• Works independently with support from VP Rentals by:

• Taking ownership of client relationships, business development activity, and established goals.

• Maintaining consistent, proactive daily business practices.

• Managing time effectively across prospecting, client meetings, travel, and account follow-up.

• Communicating opportunities, challenges, and strategies with VP Rentals and the National Rentals Manager.

• Seeking support from management and other departments when needed.

Essential personal attributes for success in this role

• Relationship-oriented, with the ability to earn trust and maintain long-term connections.

• Competitive, ambitious, and motivated by results and earning potential.

• Self-directed and proactive in pursuing opportunities.

• Decisive and comfortable negotiating and closing business.

• Attentive to details, especially financial commitments, and client requirements.

• Willing to travel regularly and work around client and production schedules.

Essential professional attributes for success in this role

• An established network of relevant entertainment and production industry contacts.

• Multiple years of experience in stage lighting, live entertainment, or related production areas.

• Demonstrated ability to turn relationships into business opportunities.

• A record of success developing accounts, securing business, or influencing rental decisions.

• Strong negotiation skills and sound commercial judgment.

• Technical knowledge of entertainment lighting equipment, or the ability to develop it quickly.

• Strong organizational, communication, and problem-solving skills.

• Ability to work effectively with an international team of support staff.

Additional Information

The company Lites operates one of the largest stage lighting rental companies in North America, with locations across the United States, Canada, the United Kingdom, and Germany. For over 35 years, the company has supported clients across trade shows, corporate and special events, film and television, concert and theatrical touring, education, and the arts.

The company Lites Rental Reps serve clients through an individual relationship model. Client assignments are based on relationships rather than geographic territories or market sectors, allowing broad opportunities for portfolio growth.

This role combines independent business development with support from Project Management, Operations, Accounting, and management. Success requires an established industry network, continued prospecting, regular client contact, and ownership of the client relationship from initial opportunity through successful rental execution.